With so many IT providers becoming CSPs it is obvious that more than ever the value proposition is key and extremely important.

A Value proposition has to go beyond a line of products and concentrate on your business philosophy, your culture and offer clear arguments for differentiation. You can do this as well by adding great services to the portfolio defining you as a CSP with great difference from your competitors.

One of the suggestions I can provide is the addition of Security services on the CSP portfolio.

What you are selling is not a product any more… but “trust”. Your clients need to trust you will drive them to the Cloud securely.

CSPs come from multiple backgrounds, from development to integration services and everything in between, however not many are specialized on offering Cloud Security options to the clients. And what a complementary offering security is!, as it is not an option any more but a requirement in more and more industries and job functions.

One great example is the addition of Secure Messaging, email encryption and tracking to your clients technology and productivity tools. Cirius Messaging is, in my view, the best solution you can add to email that keeps being the most used communication form these days. It is a Cloud based solution so it moves a CSP rapidly to add security offering that aligns with any email platform provided to the client.

What you gain providing Security to your clients is not only the perception of trust you are looking for, also provides an answer to the threats all businesses are concern about with regards to their sensitive data in communications. Even more, clients have more confidence in the Cloud as you help them to adopt a user friendly and simple security enhancements.

Think about you as a CSP having the ability to extend your markets to regulated industries. This could result on new clients from new opportunities, and obviously a new revenue stream that could allow you to grow beyond the usual productivity tools sales.

Be different, be smart, care about Security and win the trust of your clients.. it is my strong recommendation.